Good word of mouth is critical when dealing with
the luxury market, according to Karen Dry, who believes
that giving 100% to every project is the best way to win
repeat and referral business.

By Philip D. Zaleon

Benjamin
Franklin once said that "Wealth is not his that has it,
but his that enjoys it."

Well, there's no better place to enjoy wealth than in a
state-of-the-art, luxury kitchen. And as a kitchen designer, there is no
better feeling than signing the contract for that new kitchen.

Some dealers seem to get all the luxury contracts; while others
continue to battle for every dollar with lower-priced jobs. These
designers frequently wonder why the other guy gets all the upscale
projects. The thing is, it's not by chance, it's by design. And that
design begins with reputation.

Branding, marketing and fulfilling all contribute to a designer's
reputation. And it's that reputation that lands them in the lap of the
luxury client.

The definition of a luxury job varies by market, and designer. Akiva
Goldstein at Atlantic Design Center in Brooklyn, NY simply puts a dollar
figure to define the luxury market.

Marylee Forsthoff, marketing coordinator for the Kitchen & Bath Center
in Evergreen, CO, considers the luxury client one who spends $75,00+, but
adds, "it's also about clients who can afford high-end appliances,
cabinetry, and countertop surfaces and the freedom to be creative."

Other designers, such as Samantha Fisher at Fisher Cabinet Works, Inc.
in Tyler, TX, say, "A luxury client is a client who considers great
design, ideas, accessories and upgrades - price is not a determining
factor for these items."

Of course most kitchen and bath dealers and designers have already
defined the luxury project for themselves. So the next question they must
ask is how can they reach the luxury market? And how can they do it
without spending a fortune?

Designers need to begin with their own personal brand. When it comes
down to it, consumers are buying a person, not just a product. So a dealer
or designer is selling not just products and services, but reputation,
talent, a sense of design, business acumen and personality. In general,
consumers know they can get cabinets, countertops and appliances almost
anywhere. So what the designer brings to the table is often the
determining factor for who gets the sale.

Dealers and designers need to create their brand by defining themselves
in manner congruent with the luxury market in their community.

Over at Atlantic Design Center, Goldstein has done just that and
believes reaching the luxury market is about his relationships with
clients. "I would advise other industry professionals to build a
relationship with existing clients - complete the jobs to the last detail
- and, within reason, spend money on your existing clients. Do not argue
over an extra roll-out shelf or cutlery divider, the $50 or $100 you spend
is 'advertising dollars.' Newspapers get thrown out the next day, but the
happy client will rave about you for years to come."

Karen Dry at Garrett Interiors, Inc. in Westlake Village, CA,
approaches her branding efforts like this: "You have to become your
marketing statement and never slide for a moment. Luxury clientele expect
this. They'll stand for nothing less."

REACHING
OUT But it isn't enough to have a brand that both the designer and
the clients understand; rather, it's essential to be "out there" bringing
in new luxury prospects to the showroom. Here are 10 ways to reach the
luxury market.

1. Get yourself published - There are a number of ways
to accomplish this, from buying your way into some publications to
persistence to luck. Magazines and newspapers are looking for content.
Every project has a story and the most interesting and compelling ones can
get coverage, but you must take the responsibility to let publications
know about your story.

Signature Kitchens & Baths and TRENDS are two of the national magazines
that allow you to purchase advertorial space to showcase your projects.

On a local level, develop relationships with the writers, publishers
and editors of the newspapers and magazines. Forsthoff says that, "One of
the most effective ways The Kitchen and Bath Center reaches luxury clients
is through industry-related articles [that run] in a local publication
every month with owner Marion Patterson's photo and name."

2. HGTV - Like publications, HGTV is looking for
content. With dozens of programs on the air telling hundreds of stories,
there's no reason you can't submit your own story and share in some of the
popularity of design television. HGTV.com offers an interactive, easy way
to tell your story to the appropriate producers. Samantha Fisher contends
that "an appearance on HGTV was one of the most effective ways our firm
reached new luxury clients."

3. Referrals - The referral is likely the most common
response to the question "how do you get new clients?" As Goldstein says,
"No one is going to give you a $25,000 deposit for a kitchen that they
will not see for 2-3 months without a very good referral!" But do you use
your referrals effectively? Are they gathered and used in marketing
collaterals such as brochures, Web sites and other advertisements? Or are
you just waiting for the new client to wander in saying, "The Smiths sent
us; they say you're the best in town and that's good enough for us"?

Use your referrals systematically and proactively. Karen Dry explains
"aligning my company with other businesses whose marketing statement and
level of business parallel mine is essential to referral marketing. We
have strategic alliances with money managers, investment firms, high-end
real estate brokers and advertising agencies. The key is to treat your
referrals as gold - I have no problem rewarding high for a referral."

4. Design Awards - Design awards provide your clients
with a level of comfort that you are accomplished in your field. They
build morale and pride among your staff. They provide genuine, quality
content for press releases. They make wonderful adornments for you
showroom, and they help position you as a credible and reputable designer.

5. Networking Within Your Community - There's the old
adage… it's not what you know, it's who you know. There is definitely some
truth to that. You likely employ it in your everyday life with the vendors
you use, the advertising channels you choose or the coffee you drink. You
get comfortable and it's easier to automatically go with someone or
something you know. Networking is about getting to know more people:
potential clients, potential leads, potential alliances, potential
partners, potential friends.

Goldstein recommends developing and maintaining "good contacts with
interior decorators and architects; almost all luxury clients will use one
or the other."

According to Forsthoff, "The Kitchen and Bath Center has relationships
with very upscale architects, builders and designers that bring extremely
upscale projects to us …we also work with high-end realtors."

Kevin Telaak of Artisan Kitchens and Baths in Buffalo, NY creates his
own networking opportunities. "We host events for the area's Interior
Design and Architect Associations at least once each year, helping to
ensure we are in the forefront of their minds when decisions are being
made."

6. Get Involved - Nipping at the heels of networking
is getting involved directly through serving on boards, donating time and
resources, or actively participating in a cause in which you believe.
Whether it's your company, yourself, your staff or any combination of
these, putting your name in the midst of worthy community causes adds to
your brand, your name recognition and the comfort level you want in your
potential luxury clientele.

Dry
of Garrett Interiors takes networking up an additional step. "Each of our
designers is required to be part of at least two industry related
organizations to further our marketing statement. The company also
strongly encourages employees to be part of something they believe in such
as the City of Hope, The Coalition to End Family Violence, HomeAid or
Habitat for Humanity. We also support all local high-end (private) high
schools as design hours are donated through silent and live auctions at
school-sponsored events, banners that are hung in gyms supporting the
athletic teams year-round while displaying our message all school year
long."

Forsthoff adds that "Marion Patterson [owner of The Kitchen and Bath
Center] is involved in several local organizations and is on the board of
directors of a few."

7. The Arts - In almost every community, the luxury
market is out spending a significant amount of disposable income on the
arts. You want to be in front of these folks. Consider supporting the
opera, symphony, theatre, ballet, music center or other arts group that
draws a high-end audience. Typically the cost for support with an ad is
reasonable in relation to the number of potential luxury clients seeing
your name, your logo and your brand in yet another place - and this time
you're supporting something they're passionate about, creating an instant
connection.

8. Rely on Professionals - Whether you rely on
referrals, advertise in more traditional media or network to reach the
luxury market, you must present yourself in a manner appropriate to the
client base. Simply put, you have to "look the part." That means your
logo, ads, brochures, Web site and face to the public should all be
professional. The computer programmer down the street can very likely
create a kitchen design working with 20/20, and he may even have a great
sense of design, but would you be comfortable if he designed a kitchen for
you? Turn to professionals to help you get where your want to go.

Fisher, for example, has relied on outside assistance in the past
because marketing "is outside my area of expertise and I would rather
leave the marketing of my business to someone who works in that field."

Dry adds, "Collateral materials must be printed [on] the best paper,
with the best photos, unique graphic design elements combined with the
most excellent before and after photos." This is what it takes to appeal
to upscale clients.

When you are ready to present yourself to the luxury world, be sure you
are ready, as Kevin Telaak did. He explains, "We not only upgraded our
showroom for the luxury consumer, we also upgraded all our marketing
materials to reflect a more upscale and professional look, and we used a
professional design firm to make it happen." This creates a comfort level
among upscale clients that you speak their language and move in their
world; it also goes a long way toward convincing them that you will know
what it takes to create the kind of caliber project that they are looking
for.

9 and 10. Words of Wisdom - The designers quoted here
feel they effectively reach the luxury market, and so I asked them, "What
advice would you give other kitchen and bath professionals looking to
bring in more of a luxury clientele?"

Forsthoff adds, "Repeat and referral business bring in highly qualified
leads. So, once you have been in business long enough to build
relationships, have treated your clients like gold, done exceptional work
and built good relationships with reliable contractors, things will fall
into place." In fact, 95% of her firm's business is repeat and referral.
"All of our other marketing efforts help support the other designers on
the staff and continue to build awareness and keep us in the public's
eye."

Dry offers: "I see far too often with any professional that deals with
the public's home front that they are intimidated by the money the luxury
clientele has. They get nervous around money - afraid of it, afraid to ask
for it. Luxury clients spend hundreds of dollars the way most of us spend
a ten. You can not think of the money as money. You must, instead, stay
true to your convictions and believe with your whole being in the design
expertise you possess. Never put the money first or even think of it
first. If the luxury clientele wants to hire you, they expect a
professional, and they will accept the dollar figure that comes with your
professionalism. They expect service and knowledge and the money is almost
always secondary. All your marketing, ads, articles, etc. must solidify in
their message that the luxury dollar is about service and professional
expertise."

There is no one magical secret to reaching the luxury market. But in
the end, it comes down to branding yourself to be attractive to the luxury
market, marketing yourself to reach this market, and fulfilling your
promises and then going the extra mile in order to ensure that the luxury
market will be comfortable that you can offer the level of service they
are accustomed to and expect.